 The objective is to get the message into the marketplace to the right people for you to be working with and that you are able to serve effectively."Russ Beverly Flaxington, principal of The Collaborative. |
Behavioral Selling for Sales-Shy Advisors
Gil Weinreich | Think Advisor, November 2013
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Summary: Financial advisors, independents particularly, are often reluctant to even talk about sales, feeling the subject undermines their professional ethos as investment experts.Business development consultant Beverly Flaxington says an improved mindset and techniques can fundamentally boost revenue. The principal of The Collaborative, a consulting firm focused exclusively on financial advisors, frames the sensitive topic of sales.
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